The Art of Pricing and Secrets of the CMA

The Art of Pricing and Secrets of the CMA


Course Credit Hrs.
The Art of Pricing and Secrets of the CMA 3.00

Guide your sellers to price their properties for more money and a faster sale.

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  • This course will help you impress upon sellers that you know the property dynamics and values of their marketplace. You will learn how buyers and sellers commonly think about a property’s value, and about the real estate professional’s role in influencing the pricing process accordingly. We will also cover how to present a convincing market analysis for your sellers.
    The overriding goal of this course is to show you how to counsel your sellers to price their real estate so they receive the most amount of money in the shortest amount of time - and with the least amount of anxiety and inconvenience.

  • This course will help you better serve your clients by acquiring a deeper understanding of multiple pricing techniques, including qualitative pricing techniques, quantitative pricing analyses, and professional practices for counseling sellers about pricing.

    Section 1: Seller Psychology
    Chapter 1: The perils of overpricing
    Chapter 2: Seller-Centric Pricing

    Section 2: Pricing
    Chapter 1: Establishing a Relationship with the Seller
    Chapter 2: Eight misconceptions about the pricing process
    Chapter 3: Principles of the Pricing Discussion

    Section 3: Preparing and Presenting a Comparative Market Analysis (CMA)
    Chapter 1: Best Practices and Solutions for Pricing
    Chapter 2: Selecting Comparables
    Chapter 3: Adjusting the Comparable's Value
    Chapter 4: Quantitative Analysis
    Chapter 5: Qualitative and Supporting Techniques
    Chapter 6: Putting It All Together
    Chapter 7: Understanding Cost vs. Value

    Section 4: Helping the Seller Adjust
    Chapter 1: Pricing Blocks
    Chapter 2: Communication Styles
    Chapter 3: Handling Pricing Decision Blocks with UVAC
    Chapter 4: The Counseling Session
  • Instructor: Jim Tice

    Jim Tice has been a real estate instructor for over 20 years, and has taught thousands of real estate agents and brokers in classrooms and online. He is a member of the Real Estate Educators Association (REEA), and is certified as an online instructor by the International Distance Education Certification Center (IDECC).

    Jim entered the real estate business in 1977, in Minneapolis, Minnesota. He has been inducted into a national real estate Hall of Fame, an honor granted to less than 1% of agents nationwide. Jim has served as regional trainer for a national real estate franchise, and as a real estate manager he continues to train and coach new and experienced real estate agents.

    Jim has served for many years on the Minnesota Association of REALTORS® Professional Standards Committee, both as a panel member and as a hearing chairperson, and he has served on the Minneapolis Association of REALTORS® Board of Directors.

    You can contact Jim at


According to MN Statute 45.30 (c), “A Licensee must not receive credit for more than eight hours of continuing education in one day.” The date you receive credit for our courses is the date you complete the final exam, according to Central Standard Time. It is your responsibility to keep track of how many credits you have earned each day.

Continuing Ed Express will submit your MN real estate continuing education course completions to the Minnesota Dept. of Commerce through Pulse Portal. Please enter your correct MN real estate license number at the end of each course in order to avoid delays in reporting. Visit to review your CE course completion history. 

Visit the Minnesota Department of Commerce website for information about continuing education requirements.

Need to get your real estate license? See our Minnesota Pre-License information.

The Psychology of Pricing & Secrets of the CMA

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